{"id":113,"date":"2019-07-11T07:29:53","date_gmt":"2019-07-11T07:29:53","guid":{"rendered":"https:\/\/ec2-34-253-215-75.eu-west-1.compute.amazonaws.com\/?p=113"},"modified":"2023-04-28T08:28:12","modified_gmt":"2023-04-28T08:28:12","slug":"lead-scoring-strategy","status":"publish","type":"post","link":"https:\/\/refiner.io\/blog\/lead-scoring-strategy\/","title":{"rendered":"4 Simple Steps to a Winning Lead Scoring Strategy for SaaS"},"content":{"rendered":"\n

At first sight, the concept of SaaS lead scoring<\/a> seems so simple, doesn\u2019t it?<\/p>\n\n\n\n

You need to decide what characteristics define your ideal users and what behavior signifies reaching the activation point<\/a> in your app and reward each with points.\u00a0<\/p>\n\n\n\n

Then, you just have to look for people with the highest score and BAM!<\/em> as if by magic, you get a list of qualified leads. <\/p>\n\n\n\n

But it rarely works that easily, doesn\u2019t it? <\/p>\n\n\n\n

Well, there\u2019s a good reason for that. Lead scoring is an intricate and complex process, after all. In fact, it\u2019s almost impossible to do well at scale without having a solid lead scoring strategy<\/strong>. <\/p>\n\n\n\n

Luckily for you, that\u2019s exactly what we\u2019re talking about in this guide. We cover everything you need to know to develop a strategy for uncovering the greatest sales opportunities among all your inbound leads. <\/p>\n\n\n\n

But let\u2019s begin by addressing a common misconception<\/p>\n\n\n\n

Lead Scoring Strategy, Lead Scoring Model and Lead Qualification Are Not the Same<\/h2>\n\n\n\n

You\u2019ve, most likely, heard all the above terms before. The chances are that you\u2019ve heard them mentioned in the same context, perhaps even to describe the same thing. <\/p>\n\n\n\n

But they are not the same, actually. And it\u2019s important that you understand the difference when developing the strategy. <\/p>\n\n\n\n

Lead scoring<\/strong> is a process of ranking inbound leads on a scale based on their different characteristics and behavior to determine their interest in a company\u2019s products or services. <\/p>\n\n\n\n

A lead score<\/em>, therefore, is a numeric representation of how \u201cgood\u201d a lead is for your business. Most of the time, companies use this number to determine the likelihood to purchase or how closely a person matches its ideal client profile.  <\/p>\n\n\n

\n
\"\"
Lead scores in Refiner<\/em>: Customer fit and engagement levels<\/figcaption><\/figure><\/div>\n\n\n

The lead scoring model<\/a><\/strong> <\/a>defines the characteristics and factors by which to evaluate every new inbound lead. <\/p>\n\n\n\n

Lead qualification<\/strong> is a process of determining whether that person indeed matches your ideal client profile<\/a> (ICP) and helps decide which leads are worth processing by the sales team right now.  Lead qualification often happens at the end of the scoring process and uses lead scoring as one criterion for identifying the biggest fit. Often, however, the process requires a human input too, where an SDR evaluates the available information manually and qualifies a lead. <\/p>\n\n\n\n

Lead scoring strategy<\/strong>, on the other hand, outlines every aspect of lead scoring, from identifying the factors you\u2019ll consider to set up a system to evaluate your inbound leads. <\/p>\n\n\n\n

To put it differently, the lead scoring strategy (or lead scoring system, as some salespeople call it) is the roadmap to take you from having a pool of leads to knowing which of those people your sales reps should be focusing their efforts right now. <\/p>\n\n\n\n

Lead scoring<\/strong><\/td>Scores inbound leads to determine fit<\/td><\/tr>
Lead scoring model<\/strong><\/td>Defines criteria for lead scoring<\/td><\/tr>
Lead qualification<\/strong><\/td>Determines whether a lead should be processed by the sales team<\/td><\/tr>
scoring<\/strong><\/td>Outlines every aspect of lead scoring, creates a roadmap for scoring leads<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n

The Benefits Of Having a Lead Scoring Strategy<\/h3>\n\n\n\n

Here\u2019s why you should seriously consider developing the strategy:<\/p>\n\n\n\n